Culture Driven Sales

Course Topics

Company Vision/Mission
Sales Motion
Core Values and Culture
Ideal Seller Profile
Company Story
Sales Operations Functions
Differentiated Value Proposition
Integrated Go-To-Market Strategy
Ideal Customer Profile

Learnings & Takeaways

How culture drives better sales results
Why vision and mission matter
How to integrate core values into go-to-market approach
Best practices for telling your company story
How to design and message unique differentiated value propositions
Creating a defensible Ideal Customer Profile
Designing your best sales motions
Building your Ideal Seller Profile
Structuring Sales Operations to proactively drive and reinforce culture and strategy
How to fuel customer movements
Leveraging culture to align all departments and decision-making
How to build an integrated go-to-market & sales strategy

"Kelly Wright’s Culture Driven Sales course has been an invaluable addition to the Foster School of Business curriculum. MBA programs have long overlooked the critical importance of sales to the overall success of many marketing initiatives - Culture Driven Sales informs this gap by directly linking the sales function to not only the firm’s marketing strategy but also to its broader mission and vision. Kelly Wright’s enthusiasm for and insight on this topic has deeply resonated with Foster MBAs - in just a few short years her course has become one of the most sought after courses in our entire program!"

Professor Mark Forehand

Chair Department of Marketing and International Business, UW Foster School of Business

“The content matter was fascinating, relevant, and applicable.”

- Student, 2019

“This class was likely one of the most engaging classes I have had at Foster thus far. Any time spent listening to Professor Wright's lectures was time well spent.”

- Student, 2019

“Kelly's energy, knowledge, and experience made for a captivating class.”

- Student, 2020

"Kelly, thank you for everything. You're one of the most compassionate, knowledgeable, and empathetic professors I've worked with in my three years."

- Student, 2020

“The class structure, organization, and format were amazing! Kelly provided a great balance of lecture, in-class discussions, breakouts, guest speakers, breaks, and more.”

- Student, 2021

“Favorite part is the high energy and attitude we can feel each time from our professor.”

- Student, 2021

"Love love loved the energy and enthusiasm Kelly brought to every class."

- Student, 2021

Culture Driven Sales
& Go-To-Market Strategy

Course Topics

Learnings & Takeaways

Adjunct Faculty

Professor Mark Forehand

Culture Driven Sales & Go-To-Market Strategy

Course Topics

Learnings & Takeaways

Adjunct Faculty

Professor Mark Forehand

Culture Driven Sales
& Go-To-Market Strategy